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Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price (Hardcover)
by Tom Reilly (Author) "WHAT MAKES GREAT organizations great?..." (more)
Key Phrases: peak competitors, call planning guide, defensive selling (more...)
  4.6 out of 5 stars 9 customer reviews (9 customer reviews)  
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Editorial Reviews
Product Description

In a marketplace too often focused on price, Value-Added Selling provides sales professionals with a market-proven approach for selling customers on the inherent value of a product. Based on a value-selling model proven to work across industries and product lines, this step-by-step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal. It gives sales pros the tools and confidence they need to­­now and forever­­deemphasize price in the selling equation.



Book Info
Based on a value-selling model proven to work across industries and product lines, this step by step book explains how to define value in the client's terms, orient a pitch to fit the client's needs, and close the deal.

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Product Details
  • Hardcover: 256 pages
  • Publisher: McGraw-Hill; 2nd edition (November 25, 2002)
  • Language: English
  • ISBN-10: 0071408819
  • ISBN-13: 978-0071408813
  • Product Dimensions: 9.1 x 6 x 0.9 inches
  • Shipping Weight: 1.5 pounds (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars 9 customer reviews (9 customer reviews)
  • Amazon.com Sales Rank: #150,928 in Books (See Bestsellers in Books)
    (Publishers and authors: Improve Your Sales)

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Inside This Book (learn more)
First Sentence:
WHAT MAKES GREAT organizations great? Read the first page
Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
peak competitors, call planning guide, defensive selling, salespeople embrace, customer value focus, needs analysis stage, price objections, projective questions, viability criteria, sales coach, competitive questions, account penetration, tactical side, value reinforcement, price shoppers, situational questions, proof sources, presentation stage, price resistance
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